The recent publication of Brian Ahearn’s book, Influenced from Above: Where Faith and Influence Meet, has sparked a significant re-evaluation of the core principles of persuasion, particularly within the framework of ethical and impactful communication. Ahearn, a prominent figure in the field of ethical influence and Chief Influence Officer at Influence PEOPLE, has proposed a nuanced expansion of his long-standing acronym, PEOPLE, to encompass a deeper, more profound dimension of human interaction.
For years, the Influence PEOPLE organization, and by extension Ahearn’s teachings, have defined PEOPLE as an acronym for "Powerful Everyday Opportunities to Persuade that are Lasting and Ethical." This definition has served as a cornerstone for professionals seeking to navigate the complexities of influence with integrity. However, the genesis of Influenced from Above has led Ahearn to a profound realization: PEOPLE can also stand for "Powerful Everyday Opportunities to Persuade that are Loving and Eternal." This revised interpretation is not presented as a replacement for the established "Lasting and Ethical" paradigm, but rather as an elevation, suggesting a pathway to a more deeply impactful and transformative form of influence.
The shift in perspective hinges on a fundamental question that has resonated throughout human history and philosophical discourse: "What does it mean to love?" While common vernacular often associates love with superficial gestures or emotional states, Ahearn posits that a more robust and actionable definition is required, particularly when considering its role in influence.
The Biblical Foundation of Love in Influence
Ahearn’s exploration draws heavily upon biblical teachings, specifically referencing the well-known passage in 1 Corinthians 13, often lauded as "the love chapter." This passage, attributed to the Apostle Paul, provides a comprehensive, behavior-based description of love. It characterizes love as patient, kind, rejoicing in truth, bearing, believing, hoping, and enduring. Conversely, it delineates what love is not: envious, boastful, arrogant, rude, irritable, resentful, insistent on its own way, or rejoicing in wrongdoing. Crucially, the passage emphasizes that "love never ends," underscoring its enduring and eternal nature.
The author, however, cautions against a simplistic, checklist-driven approach to embodying these virtues, comparing it to the often-futile pursuit of New Year’s resolutions. He argues that true transformation in influence stems not from outward behavioral management, but from an internal metamorphosis. This internal change, facilitated by the Holy Spirit in Christian theology, is referred to as sanctification. Over time, individuals undergoing this process are said to become more Christ-like, inherently altering their capacity to influence others. This perspective suggests that genuine influence, when rooted in love, becomes an organic outflow of a transformed character rather than a calculated tactic.
The Inherent Cost of Loving Influence
A significant element of Ahearn’s argument is the recognition that loving influence is not always met with positive reception or desired outcomes. He points to the historical experiences of prophets who often faced persecution for speaking truth, and most profoundly, to the example of Jesus Christ. Despite embodying perfect love, Jesus experienced rejection, betrayal, and ultimately, crucifixion.
This acknowledgment is critical in redefining how influence is measured. Ahearn challenges the common tendency to equate influence with immediate results such as agreement, conversion, sales, or positive social media engagement. He argues that these outcomes, while desirable, are not necessarily indicators of truly loving influence. Sometimes, the most loving act involves delivering difficult truths, prioritizing another’s welfare above one’s own, or accepting rejection when a positive response is deeply desired. This perspective highlights that love, when applied to influence, can indeed come at a personal cost, demanding sacrifice and resilience.
Reconciling "Lasting and Ethical" with "Loving and Eternal"
The dialogue between "Lasting and Ethical" and "Loving and Eternal" forms the crux of Ahearn’s revised framework. While he affirms the enduring importance of ethical influence, he contends that the "Loving and Eternal" dimension pushes the boundaries of ethical considerations.
The pursuit of "Lasting and Ethical" can, at times, lead to a focus on adherence to rules and boundaries: "What am I allowed to do?" or "How far can I push the envelope without crossing a line?" In contrast, "Loving and Eternal" prompts a more profound question: "What is genuinely best for this person?" This shift in inquiry fundamentally alters the nature of influence.
When the well-being of the other person takes precedence over achieving one’s own objectives, manipulative tactics lose their allure. When truth is valued above the need to "win" an argument or interaction, deception becomes untenable. A genuine desire for another’s good transforms ethical conduct from a set of external regulations into an internal imperative, reflecting the character of the influencer.
The "Eternal" Dimension of Everyday Influence
The concept of "Eternal" in Ahearn’s expanded acronym speaks to the often-underestimated ripple effect of everyday interactions. Influence, he notes, frequently manifests in seemingly ordinary exchanges: conversations with colleagues, customer interactions, advice given to friends, or moments shared with family. The long-term consequences and far-reaching impact of these seemingly minor engagements are rarely fully grasped in the moment.
Ahearn articulates the distinction between the two frameworks with compelling clarity:
- "Lasting and Ethical" asks: "How can I influence people the right way?" This question focuses on the method and the adherence to established moral and professional standards.
- "Loving and Eternal" asks: "Who am I becoming as I influence them and what might God do with that influence long after this moment is over?" This question delves into personal transformation, the eternal implications of actions, and the potential for divine impact beyond human comprehension.
Having dedicated decades to the study and practice of influence, Ahearn expresses an increasing conviction that the "Loving and Eternal" perspective represents the more significant and ultimately more rewarding path. This approach encourages individuals to consider not only the immediate impact of their persuasive efforts but also their personal growth and the enduring legacy of their actions.
Broader Implications and Expert Perspectives
The shift proposed by Ahearn has significant implications across various sectors, from business and marketing to personal relationships and leadership. In the corporate world, a focus on "Loving and Eternal" influence could redefine customer relationships, moving beyond transactional engagement to foster genuine loyalty and trust built on shared values. For leaders, it suggests a transition from directive management to servant leadership, where the development and well-being of team members are paramount.
Dr. Robert Cialdini, the preeminent social psychologist and author of Influence: The Psychology of Persuasion, whose work has heavily influenced Ahearn, has consistently emphasized the importance of ethical influence. While Cialdini’s principles focus on universal psychological triggers for persuasion, Ahearn’s expansion integrates a spiritual and altruistic dimension, suggesting that the most potent and sustainable influence arises from a place of genuine care and a consideration for the eternal. Experts in organizational psychology and ethics have noted that such a framework can foster more resilient and purpose-driven organizations, where employees and stakeholders feel valued and respected.
The concept of "eternal" influence, while rooted in faith, can also be interpreted secularly as the lasting impact of one’s actions on future generations or the broader societal good. The ripples of kindness, integrity, and selfless service can extend far beyond the immediate context, shaping the world in profound and lasting ways.
A Call for Reflection
Ahearn concludes by inviting dialogue, posing the question: "Does Loving and Eternal change how you think about influence compared with Lasting and Ethical?" This prompts a broader societal reflection on the nature of persuasion and its ultimate purpose. In an era often characterized by rapid communication and immediate gratification, the call for a deeper, more compassionate, and eternally mindful approach to influence offers a compelling vision for more meaningful and impactful human connections.
About the Author:
Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute. He is a respected author, TEDx presenter, international speaker, coach, and consultant dedicated to helping clients ethically apply influence to achieve superior results. Ahearn is one of a select group of Cialdini Method Certified Trainers globally, having been personally trained and endorsed by Dr. Robert Cialdini. His book, Influence PEOPLE, was recognized by Book Authority as one of the 100 Best Influence Books of All Time. His other Amazon new release bestsellers include Persuasive Selling and Influenced from Above. Ahearn’s LinkedIn Learning courses on persuasive selling and coaching have reached over 850,000 viewers worldwide, and his TEDx Talk on pre-suasion has garnered over a million views.
